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KU Alumni Association 1266 Oread Avenue | Lawrence, KS 66045-3169 | (785) 864-4760 | (800) 584-2957 | Fax (785) 864-5397 | www.kualumni.org
M A L L O RY LY N N E G O L D S T E I N M A L L O RY. G O L D S T E I N @ G M A I L . C O M 1 2 7 0 8 A S H • L E A WO O D, K S 6 6 2 0 9 9 1 3 . 2 2 0 . 4 4 9 4
University of Kansas Lawrence, KS • William Allen White School of Journalism and Mass Communications Bachelor of Science in Journalism, emphasis in strategic communications, GPA: 3.41/4.0 • College of Liberal Arts and Sciences Bachelor of Arts in Communication Studies, GPA: 3.8/4.0 Senior Honor’s Thesis: Levels of Dependency and Uses and Gratifications of College Students on Their Cellular Telephones, 2008 • Cumulative GPA: 3.55/4.0
Bernstein-Rein Advertising Kansas City, MO Assistant Account Executive for Bayer Healthcare – Food Animal Products Aug. 2008 – Present • Effectively manage and maintain three daily client status reports including more than 100 active projects • Organize competitive data, create project timelines and input all project information into job management system • Act as team liaison between Project Management and Account Management and provide team support The University Daily Kansan advertising staff Lawrence, KS Second highest sales representative in the history of the newspaper with more than $149,970 in revenue sold Senior Major Account Executive Aug. 2007 – May 2008 • Exceeded revenue goal of $94,963 by more than $2,945 (103% to goal) • Excelled in client relations, time management and attention to detail Senior Account Executive Jan. – May 2007 • Exceeded revenue goal of $25,780 by more than $14,870 (157% to goal) • Collaborated with zone manager to address team sales goals Account Executive Aug. – Dec. 2006 • Exceeded revenue goal of $10,028 by more than $715 (107% to goal) Department Zero – Experiential Marketing Intern – Brand Ambassador • Represented national brands including Toyota and Cricket Wireless at brand-building events
Kansas City, MO May – July 2007
American Royal Kansas City, MO Intern Aug. – Dec. 2006 • Assisted in pre-marketing and on-site implementation of annual American Royal Parade and Barbeque Summer at Barstow Camp Counselor
Kansas City, MO June 1996 – July 2005
Nominated by The University Daily Kansan advertising staff for Sales Representative of the Year, CNBAM, 2009 The University Daily Kansan: Senior Account Executive of the Semester, spring 2007 Senior Account Executive of the Month, March 2007 Inducted into the “K” Club for over-achieving sales commission, Feb. 2007 Account Executive of the Semester, fall 2006 Account Executive of the Month, Oct. 2006 Best Advertising Staff and Best College Newspaper of the Year, CNBAM, 2006 – 2007, 2007 – 2008 Received Kansas City Advertising Club Foundation Scholarship, 2006 – 2007, 2007 – 2008 Sunday School Teacher and Substitute, The Temple, Congregation B’nai Jehudah, 2006 – 2007, 2007 – 2008 Student Body President, Student Council, Blue Valley North High School, 2003 – 2004 Nanny for five young children, aged newborn through middle school, June 1999 – Present Kappa Alpha Theta alumna
SELLING PHILOSOPHY My ultimate goal is for my client to see their business succeed. I am personally driven by this philosophy. My selling strategy is specific to my nature, which focuses on relationship building. My selling approach is not scientific, detailed or complex and is one that could be perhaps imitated, but never produced exactly as I implement it. It is simple: build a strong relationship with the client to learn both the apparent and concealed needs and wants and then work hand-in-hand to make sure the needs and wants are not just met, but exceeded. I do this in three steps: 1. Connect with my client, either by phone or email to schedule an initial meeting. Meet my client and have a conversation to learn more about him or her and their business. When I am getting to know a new client and building a relationship with them, I become emotionally invested in being the liaison between their business and the specific vehicle that will best help it grow. Most importantly, I really listen to my client’s end goals and expectations. 2. Create an advertising campaign personalized to my client and their business—because no client or business is the same and every advertising campaign is different. Since they know their business best, I work alongside my client every step of the way to make certain that the advertising campaign fits the needs and wants that my client has for their business. I like to see it as working with, not for, my clients. I recommend which products can be utilized to best help my client’s business while also taking their opinions and feedback into careful consideration. 3. Maintain flawless follow-up and continue the strong relationship that has been building since day one. This step takes, by far, the longest amount of time, effort and planning. But, the end result is not just a client satisfied with their advertising campaign. The end result is a client satisfied with their advertising campaign, advertising representative and thus, The University Daily Kansan—resulting in a strong, long-term relationship between the client and the publication. (This step appears to be the most simple and logical step on the surface, yet it is also the most important). My selling philosophy is brief, but it works because I invest the resources necessary to grow my client’s business. Although many sales positions could describe a sales representative as following the steps I have listed, I believe that I took sales to a different level by truly being a consultant and partner in ensuring the growth and success of my client’s business, to provide an unparalleled experience with The University Daily Kansan. My definition of the word “sales” or of a “sales representative” is not a person who makes a few “quick sales” in the short term. Rather, a sales representative is someone who invests their time, energy and resources into building a strong relationship with a client, in order to retain them as a client for the long term.
APPENDIX JOB DESCRIPTION The person in this position holds the responsibility for managing the most substantial and prominent advertising accounts held by the newspaper, and must create advertising campaigns designed to maintain and grow both the client relationships and advertising revenue. The job requires the experience of at least one semester as an Account Executive and at least one semester as a Senior Account Executive. This job requires the ability to build and continue strong client relationships while utilizing strong selling skills to grow the largest accounts of the newspaper. Additional responsibilities of this position include: providing assistance and guidance to other sales representatives on sales calls with clients, being present and available in the office to offer general advice, including answering questions and offering support as needed, and serve as a role model by exhibiting an excitement for sales and demonstrating a positive attitude.
SALES RECOR DS Below, I have included a graph detailing my sales record for the duration of my time as a sales representative at The University Daily Kansan. The amount of revenue I sold is as follows: Semester Spring 2008 Fall 2007 Spring 2007 Fall 2006
Actuals $53,267.08 $44,267.44 $41,322.08 $10,745.08
Quota 53,685.91 41,277.58 25,780.49 10,028.96
Please note that the amount of revenue I brought into the newspaper more than quadrupled from my first to second semester. By the end of my four semesters at The University Daily Kansan, I was the second highest sales representative in the history of the newspaper. I believe that my ability to build strong relationships with my clients is the leading factor behind my nearly record breaking sales performance. Although I am very proud that I brought nearly $150,000 into a completely student-run publication, I am most the most pleased of the “experience” I was able to provide for my clients. I was honored to personally represent the “face” of The University Daily Kansan and everything that it is able to offer. I wanted all of my clients to have the best possible experiences with The University Daily Kansan while I was their sales representative. Sales Record $60,000.00
$50,000.00 $40,000.00 Actuals
$20,000.00 $10,000.00 $0.00 Spring 2008
EXAMPLES OF WORK
Image Two The above images, one and two, are examples of an Insertion Order and artwork attachment I completed for the production staff. I utilized the insertion order, which most other sales representatives typically viewed as a necessary evil, as a means to describe every advertisement detail, no matter how small, to ensure one hundred percent accuracy and client satisfaction. I included as many details as possible for two reasons: first, to ensure that the advertisement would run flawlessly and secondly, to make sure that the production staff could be assured that when I submitted this form, no further information would be needed. Please note that, in image one, I included where the advertisement is located, the exact code in the lower left hand corner (a small, but very important detail) and the exact placement requested by my client. In image two, I have included a copy of the exact advertisement that would be running, the business name and specifications of the advertisement, its digital location and also my cell phone number in the rare event that a particular item needed further explanation. Although these two documents and the information I inputted may not seem unique, I was consistently thanked and praised by the production staff for my organization and attention to detail. The end result of my thoroughness was that none of the advertisements for which I was responsible ever experienced a single error.
The above image, three, is an example of a thank you note written to one of my clients. I wrote a thank you note to each client thanking them for meeting with me or for a specific advertising campaign they ran with The University Daily Kansan. My thank you notes are an important part of my achievements for a few reasons. First, all of my thank you notes were hand written with at least as much information as shown above. Secondly, all of my thank you notes were hand written on The University Daily Kansan stationary, thus reiterating the professional image of the newspaper and reconnecting the positive â€œexperienceâ€? I strived to provide with the newspaper. Third, I always included my business card with the thank you note to reiterate the professional image of the newspaper and provide all of my contact information once again, so that my client knew everyway of reaching me if needed or desired.
Image Four The above image, four, is an example of a piece of collateral I gave to my clients. I always made certain that every piece of collateral given to my clients conveyed a clear and professional image. I wanted the specific products to be presented in an understandable and simple manner, so that the client could obtain the information they needed as soon as possible. Additionally, the pieces of collateral accompanied our rate card and my business card, all tucked into The University Daily Kansan folder and outlined by me during a meeting.
EXTRAS In my experiences, I have found the most success making certain that every one of my clients felt as if they were my only client. I made sure to follow through with the strategy everyday. Never once did I tell a client that I could not meet with them due to a meeting with another client. I answered and returned emails, faxes, text messages and phone calls in the as soon as I possibly could. I took my job at The University Daily Kansan just as seriously as I did my school course work. My strong organizational skills were noted by the Business and Sales Manager when I was selected to lead the session on Time Management and Organization and Customer Service and Follow-Up at training week. Below, I have included three additional letters of recommendation that highlight my skills and abilities.
Dear CNBAM Committee, Please regard this letter as my recommendation that Mallory Goldstein be considered for “Advertising Sales Person of the Year” at CNBAM 2009. During my three year tenure at The University Daily Kansan, I had the opportunity to watch the development of dozens of sales people. I had the chance to manage several of them and work very close to just about all of them. I carefully observed personality traits, behavioral characteristics, principles and mindsets of almost all of our salespeople on staff to help me determine what type of salesperson would be the most effective and successful. Needless to say, we had some very talented people that contributed to our extreme overall success as a group. However, the tactics employed by Mallory Goldstein during her time at the Kansan not only led to her own outstanding achievements, but proved to be the driving force behind the group’s immense overall success the past several years. It didn’t take me long to realize that Mallory was not like the typical salespeople that I observed at the UDK. Where most sales people might find motivation by competition with other reps or a contest with a monetary reward, this was not the case for Mallory. Mallory legitimately thrived when she knew she was helping a business overcome its challenges. If a particular business didn’t get complete fulfillment out of their experience with the UDK and Mallory, then the job was not complete. There is a rule in sales that Mallory understood very well. People will buy from people they LIKE and people they TRUST. If you don’t market yourself correctly to your clients, you can never truly develop a long-standing business relationship. Mallory perfected this principle and incorporated it into every call she made and every client she ever came into contact with. I have never seen anybody earn the trust of their clients the way Mallory would with all of hers. Mallory’s mastery of this practice led her to achieving the mark of recording the second highest revenue generation in the 100+ history of The University Daily Kansan. Between August of 2006 and May of 2008, Mallory brought in $150,000. As a Major Account Executive (the position she is being nominated as Sales Person of the Year for), she generated nearly $95,000, the highest mark on staff. Anyone who knows Mallory knows that those amazing sales achievements are not what she takes most pride in, nor would she consider her major successes. I would like to share a testimonial of what makes Mallory a truly special consultant for her clients, thus leading to increased sales. There is a sub-sandwich shop in Lawrence, KS called Jersey Mike’s Subs. Its survival is dependent on the student market. When they first opened, they tried the Kansan out. Several artwork mishaps, a few ignored issues, and one inattentive sales rep later, Jersey Mike’s decided they had enough of The University Daily Kansan, and chose to pursue other media options. After that semester, Mallory was asked to take on the challenge of recovering the business we had lost from Jersey Mike’s. I knew from my limited experience with them, mending this relationship would be a daunting task. It’s never easy to take a visibly upset client who has made it clear that they are not interested in you or your organization, and get them to have a complete mindset change. However, that’s exactly what Mallory was able to accomplish. Rather than doing what any typical sales person would do by telling the client why they needed to buy products a-z, Mallory took the approach of rebuilding the client-representative relationship first, prior to making any recommendations. In her first meeting, Mallory sold the value of Mallory. She understood that the problem wasn’t that Jersey Mike’s didn’t see the value in the UDK or reaching the students, but rather they felt disrespected and betrayed by our organization and maybe some individuals. Mallory painted them a picture of what their new “Mallory/UDK” experience would be and how it differed from the old experience. In this particular case, Mallory made the toughest sale there is, and it had nothing to do with a product. Mallory literally earned the trust of this business. Most importantly, Mallory followed through on everything she promised she would. Needless to say, Jersey Mike’s begun, and has continued to spend the majority of their advertising budget across multiple platforms with the UDK. I must again emphasize that what makes Mallory proud about this story is not that she got them to invest in The Kansan again, but that due to her hard work, she has legitimately been able to drive more student traffic into this now thriving sub shop, and establish a long-lasting positive business relationship with Jersey Mike’s. Though the example of what Mallory did for Jersey Mike’s is only a fraction of what Mallory has accomplished, it is a good testament of what makes her so special and valuable. In the sales world, we speak of being “relationship specialists” and “marketing consultants.” Though many people may have good attributes that classify them as these terms, Mallory defines what they truly mean. Mallory would honestly be any wise organization’s “number one draft pick.” At The University Daily Kansan, she proved that she was the best. For all the reasons discussed throughout this document, I hope you will strongly consider Mallory Goldstein for Salesperson of the Year at CNBAM 2009. Sincerely, Ari Ben Marketing Specialist, The Kansas City Star | INK Magazine | inkkc.com (Former Zone Manager at The University Daily Kansan)
To Whom It May Concern: I am writing to recommend Mallory Goldstein for Sales Representative of the Year. Mallory is deserving of this honor because of her success in client development, record of achievement, and positive contribution. Reviewing Mallory’s achievements on her résumé will give an idea of her impact, but it doesn’t tell the whole story. Because I served as the sales manager on the Kansan when Mallory was hired, I was able to work with her directly from her first day. When Mallory walked into her interview, it seemed as though the whole room shifted; she possesses an energy and spirit that is unforgettable. She happened to be the first interview of dozens conducted over several days to fill only four spots, but even with so many left to interview, the business manager and I knew that her spot was secure. Mallory immediately made an impact at the Kansan and continued that as she moved into more senior positions. She was one of the few reps who always requested back all of her clients each semester; any prospect was a viable one for her and she developed true and strong relationships with her clients that were expressed in their reviews of her. They trusted her to serve as not only a representative for the Kansan, but as a marketing consultant. Many high-performing sales reps have no interest in the creative side, but Mallory knew that creating dynamic campaigns for her clients was the best way to ensure continued success. She worked diligently as an intermediary between her clients and the creative team in developing effective campaigns and this dedication helped her clients wholly trust her recommendations. You may note that Mallory has had almost ten years experience as a nanny for a local family; I believe this nurturing spirit is what made clients know that they could put their trust in her. Mallory is a sales representative who lives and succeeds by the idea that if a rep takes care of the client first, the client will take care of the rep in return. Her success is seen in her astounding achievements: beyond exceeding goals every semester, Mallory holds the second highest revenue producing sales career in the history of the Kansan. Certainly worth noting is that the representative who claims the top spot achieved that with two additional semesters of selling, so Mallory certainly holds the award for most revenue produced in fewest semesters. She repeatedly was recognized for outstanding sales achievement by both the managers and her peers. When I served as business manager at the Kansan, I depended on Mallory to serve as a mentor to new sales reps struggling with balancing the demands of the Kansan with schoolwork. That Mallory was able to achieve such success while earning dual degrees in four years (and nannying on top of it!) is a testament to her exemplary work ethic and time management skills. In my experience, Mallory’s achievements are truly notable; I hope this letter has been able to convey to you how wholly I support Mallory as a recipient of this award. I’ve no doubt the decision will be difficult and I commend the amazing talent CNBAM assembles in its awards each year. Please feel free to contact me if I can provide any further information. Sincerely, Lindsey Shirack Account Executive, NOLA.com 504.388.6326 Lindsey.Shirack@gmail.com
I would like to thank the CNBAM Nomination Committee for considering me as Sales Representative of the Year. The nomination by my fellow co-workers is an enormous honor and I tried my best to continue the excellence of this incredible student-run publication every time I stepped into the office, answered a question from a fellow co-worker, mailed a thank you note to one of my clients, or spoke to a class about my experience working with the newspaper as my best experience of my college career. Thank you!
Laura Vest The University Daily Kansan
Dear CNBAM judges: Thank you for reviewing my personal statement of sales philosophy and experience. This past year was my most successful year in my two years at The University Daily Kansan, in terms of my personal revenue and the successes of my clients’ businesses. I learned the #1 path to success is passion for clients and a passion for sales. I know my relentless passion and drive are why I’ve produced record-breaking results for my clients and record-breaking sales. My sales philosophy is this: I am only successful when my clients are seeing results. First, I prioritize my clients into A, B and C clients based on urgency to contact, quota and potential. I allocate more time commitment in the 1 st month of the semester to plan campaigns, create and test effective ad messages and meet with as many clients as possible, face-to-face. Early planning drives more revenue for my clients and saves me time to follow up, recruit new business and help my peers at The Kansan. The 1 st step in a sales call is determining all the decision-maker(s). By inquiring who makes advertising decisions, and uncovering every person involved in allocating the budget, I set up meetings with all decision-makers. Before I meet with most clients, I perform mini-focus groups for the client. The focus groups are questionnaires to 30-50 KU students to determine why students buy, why they buy at competition, what they buy, and what would make students go to that business more often. The focus groups determine students’ perceptions, and clients really appreciate the extra work to make sure the ad campaign will really work. I cater all aspects of my sales process to each client’s personality. I make sure to listen carefully and take copious notes when I meet with a client, so my information is correct and I can speak to their needs precisely. I bring 10 questions to each client meeting, with the questions geared toward the personality quadrant of the client, uncovering needs, positioning student business as the solution to the problem, and recognizing goals and opportunities. I sell the benefit of me being a consultative-seller, and an expert in advertising, results and The Kansan. I know you can’t make the sale without closing the sale, and I am perceptive to pick up on early buying signals, as well as catering my closing approach to the client’s personality. For example, a relationship-based client, an Amiable, will want to work as a team on the close, but I will need to be assertive and a consultant when we are deciding the best option. After closing the sale, I am consistently following up with clients. I drop off papers marked with the client’s ads, hand-written thank-yous, ideas, compliments I heard people give to that business or just call or stop in to check on the results of our campaign. With my understanding of advertising, I know frequency and a media mix, as well as a strong message, are the keys to advertising success. If the campaign is not working to the client’s standards, I will perform more focus groups and ask students their opinions, and tweak the campaign until we see results. I am not successful until my client is seeing results. In addition to my passion, I believe in a dedication to learning. This year I researched articles on successful advertising, read books on sales, advertising and success, listened to podcasts on sales and advertising, shadowed sales reps at the Kansas City Star, read a book on body language and took a professional sales strategy class. I was eager to take the sales class, because I love sales. The class focused on communicating with people in a way that speaks specifically to that person’s thought process. The theory is in four personality quadrants: Amiable, Driver, Analytical and Expressive. Another aspect of the class was body language: being cognizant of your own and evaluating the client’s. This class taught me every day to communicate through different lead-ins, benefits, questions, closes and follow-up techniques for each personality quadrant. An example of communicating more effectively through better body language, focus groups and knowledge of the client’s personality is my experience with Longhorn Steakhouse, an upscale steakhouse that never advertised before with The Kansan. I asked students why they do and don’t go to Longhorn, and what the competition offers that Longhorn doesn’t. I secured a meeting with Kurt Brewer by building curiosity with my focus group results. Kurt is a Driver, so he had a need for being the best, saving time, having control and he needed a rep to work hard for him and deliver results. Kurt told me he has met with Kansan reps for several years but no one had delivered what he needed. I tailored my approach to Kurt by playing to his competitive side, and speaking about how his business needed to outdo the competition. I performed two sets of focus groups, surveying 50 students per group, until I brainstormed an idea that 80% of my focus groups approved as an offer they would for sure utilize. The offer was a steak, salad and side, for $10.29, perfect for a student’s budget. When I met with Kurt, I saved him time by keeping our meetings short and to-the-point. I gave him control by giving him options on our proposal. I was also aware of his body language. When Kurt offered me objections, he folded his arms, closing me off. I opened up his body language with my open body language and by talking strategically about the results of the focus groups, which he found very interesting. I was able to close Kurt with options, and he now invests with The Kansan for the first time ever, and is planning on advertising with us in the future. Longhorn, an upscale steakhouse, saw 5-25 new student customers every week, and was recently voted the #1 steakhouse in Lawrence by KU students, a very prestigious award.
In addition to my improvement through education with body language, focus groups and personality quadrants, I was able to teach these successes to members on staff. It was through the focus groups and the professional sales class where my sales and leadership tactics performed a 180. My focus groups created a focus group frenzy with the other reps at The Kansan. The focus groups helped me and other reps acquire meetings, recruit thousands of dollars in new business and produce ad campaigns that really worked. I conducted a special ongoing training for two weeks with my team to educate them on body language and the personality quadrants through worksheets and role play. I organized one-on-ones with each team member to strategize using the personality quadrants with their challenge clients. My team became the highest-revenue-generating team on staff, and as a team we activated seven new accounts using the new strategies. These techniques are so proven to increase sales that I am teaching them in training as the spring 2009 Business Manager. When clients work with me, they see results. The Reserve, a student apartment complex had a limited budget in the spring. After uncovering the need to fill up all apartments, I formulated a proposal incorporating our daily paper, full color and ads in The Kansan’s Apartment Guides. The proposal left her under budget, and was highly targeted to her needs and audience. The Reserve saw such strong results that Jackie was able to buy nearly $5,000 more in advertising. We ran a promotion, only in The Kansan, to sign leases until midnight for three days only. In three days, students signed 35 leases, and The Reserve secured more than $108,000 in signed leases on a $4,000 investment. The Reserve was recently voted #1 apartment complex in Lawrence by KU students. They are so pleased with their success that they completely redefined their budget for next spring to invest thousands of dollars more in 2009 with The Kansan. My greatest client success is Abe and Jake’s, a local dance club in Lawrence. When I inherited the account, Abe and Jake’s had a poor reputation. By implementing consistency to his ads, a frequent campaign and full page, full color ads for his Back to School parities, in one year we were able to turn Abe and Jake’s around. Now every Friday Abe and Jake’s is maxed out, with nearly 1,000 students showing up on Fridays. This semester we have continued branding Abe and Jake’s with The Kansan’s “Sex on the Hill” section, a publication targeted toward students’ interests and attitudes. We have worked to make Abe and Jake’s the official sponsor of our release party, which has broken records for his Thursday nights. A Thursday night averages is 0-30 people, and for “Sex on the Hill,” Abe and Jake’s records more than 1,000 students showing up for this release party every semester. The success with Abe and Jake’s has been so profound that we partnered for a basketball national championship watch party, which produced students showing up by the thousands for the Final Four and National Championship watch party, again breaking sales records for my client. New business is vital to overcoming quota obstacles and being the best. I prospect new business in the local phonebook, television station, city newspaper, Kansas City newspaper, alternative magazines, special sections of other media, online components of other media and constantly search for businesses around town. As a result, I led The Kansan in new business revenue, generated more than $34,889 in new business (46.5% of my yearly goal) and activated more than 21 new business and zero quota accounts this year. This September, I had more than 50% of my sales quota drop out due to various cut-backs. I had more than $5,000 to make up. I started coming into the office an hour and a 1/2 earlier every day and fielding calls to The Kansan. I went door-to-door to local businesses, performed focus groups just to get a meeting, and I called an average of 20 clients per day to recruit new business. My focus groups and persistent follow-up paid off, for I was able to recruit 6 new businesses and generate more than $3,400 in revenue to achieve 111% to goal for September. By breaking my goal, I continued my steak of surpassing every quota since I began at The Kansan, now with 21 months in a row of breaking goal, a streak never before achieved in the history of The Kansan. My passion for sales and drive to produce results has propelled me to average 156% to goal for the year, or $42,658 over goal. I continued to learn as much about the industry and sales as possible, and broke my 2007 sales goals by $62,247 in 2008. My consultative-selling style has aided me in leading the staff in more than $34,889 in new business revenue, more than $14,644 over my 2007 new business numbers, and generate $31,953 in special section revenue. I have recruited 21 new businesses through relentless perseverance and initiated a string of success for other reps as well. I will continue to learn and better myself so that I can continue to lead this industry and innovate in the future. Thank you so much for this opportunity. Sincerely, Laura Vest The University Daily Kansan
Dear CNBAM Judges, It is my pleasure to write to you today to nominate Laura Vest for the award of Sales Representative of the Year. This past year was once again a tremendously successful year for Laura as she finished at 156% to goal or $42,658 over her assigned goal. Her sales results are very impressive but what is even more impressive is how she goes about achieving these staggering numbers. The first thing that one notices about Laura is her competitive spirit. More than almost anyone I know Laura hates to lose and refuses to finish in second place. Challenges will arise to Laura but they only serve as extra fuel to her competitive spirit. This past year was a great example as Laura faced the daunting challenge of going up against her extraordinary numbers from the previous year. For 2007 Laura finished at 166% to goal and $20,486 over her quota for the year. Rather than complain about going up against her own numbers she developed a strategic plan from day one to build off of her success from the previous year. Laura began by looking to improve business for her existing accounts, which is best demonstrated through her work with a local nightclub named “Abe and Jake’s”. This nightclub had been doing great business on Friday nights but truly struggling on Thursday nights. Laura worked hand in hand with The Kansan’s special section coordinator to create a party at the club, themed around The Kansan’s “Sex on the Hill” special section by helping plan contests, drawings and other events for the night themed around the section as well as a fantastic ad campaign to draw in as large of a crowd as possible. The event was a phenomenal success for the client helping to bring in a record attendance of more than 1,000 students, all of whom The Kansan presented with copies of the section, as well as with other branding opportunities. Laura carried this strategy over into 2008 by creating similar parties for the club for the “Sex on the Hill” section in February and September of this year. Laura was also able to put together a watch party with the account for the men’s basketball semifinal against North Carolina, the championship victory over Memphis, as well as a back to school party in August. All of which brought in record attendance and revenue for the club, but each also provided branding opportunities for The Kansan that have helped to lower the paper’s return rates from 11% daily to 7% and increase overall circulation by 4%. Through Laura’s efforts the client began building momentum in 2007 that has carried over into 2008 and also led to more advertising with The Kansan. In addition to looking to building new partnerships and opportunities for her clients, Laura also looks to make sure their ads are performing as effectively as possible. One of these methods is through mini-focus groups. Before a meeting with a client, Laura will pass out surveys to a number of people asking them a series of questions regarding their impressions about a particular client. For The Reserve apartment complex she was able to help demonstrate to them that their ad campaign for the Fall was being confused by students with their closest competitor, and thus suggest an immediate shift for their campaign for the remainder of the Fall. The new campaign idea led to a great increase in their ad budget for the Spring of 2009. With focus groups, Laura goes in to meet a new client and she is able to present to them a glance at how they are perceived by the student body. When she meets with an existing client she is able to give them an idea on how their existing campaign may be working to reach the students, and therefore be better equipped to suggest a possible change in direction if needed. Laura was able to bring accounts such as Longhorn Steakhouse and Ben and Jerry’s into the paper for the first time through this tactic, and helped Longhorn in particular, bring in up to 25 new customers per week. Laura possesses tremendous compassion for her accounts also. Her role doesn’t end once their ad schedule has completed running in The Kansan. Laura is constantly on the phone with her accounts asking them what kind of results they have seen from their ads. Whether this means asking a bar how they did on a Thursday night special or checking to see how a state senate candidate’s poll numbers are tracking, she is relentless in her follow-up. If she finds the campaign is not working as effectively as it could be she quickly seeks opinions from both her peers on staff as well as through the aforementioned focus groups to make necessary adjustments to get the campaign back on track.
In addition to being a great sales rep Laura is an exceptional leader and role model for The Kansan as well. Numerous account executives look to emulate her great efforts and she is consistently the leader for sales in every special section the Kansan publishes. ranging from selling more than $12,000 into our “Insider’s Guide” product to consistently leading in sales into “Sex on the Hill” for three semesters in a row now. She has served two semesters this year as a zone manager and worked this past summer as business manager of The Kansan. Through these leadership positions Laura takes time not only with the reps that she directly supervises but with any other account executive who may need assistance as well. She is never too busy to take time out of her day to help these account executives and is eager to help them learn the skills she has developed. As business manager this summer, she taught the entire stuff exceptionally well, as the paper finished at $38,858 (147%) over the previous summer and $25,674 over budget (127%), helping restore life into the Summer Kansan, which some had considered canceling for good a year earlier, due to a lack of interest in the summer paper. Somehow Laura finds time to balance these amazing sales efforts with a superior performance in the classroom as well, as she earned a 3.5 Grade Point Average for this past year. All of the things I have discussed here combine to make Laura an amazing sales rep. I have worked in the newspaper industry for 11 years now, in companies such as Gannett and McClatchy, and Laura Vest is easily the most talented sales rep I have ever had the privilege to either work with or manage. She has managed to somehow find a way to build off of her own success from the previous year in impressive fashion. The record sales numbers Laura posts are one thing,but her ability to pass her knowledge along to those she works with and make them better at their jobs is exceptional as well. Her unique talents represent great hope for our industry and she is absolutely deserving of this award. Sincerely, Jon Schlitt Sales and Marketing Adviser The University Daily Kansan
December 30, 2008 Dear CNBAM judges, My name is Ryan Lantz and I am the general manager of Abe & Jake’s Landing in Lawrence, KS. Abe & Jake’s is a dance club that has been in business since January 2000. We have the largest venue in the area with a capacity of 700+, which presents many challenges in and of itself. Of all of the challenges this business brings, one of the most difficult is promotions through advertising. In the past, advertisements we placed were inconsistent and lacked identity. At best, our advertisements ensured that we had a presence in the paper, but did not seem to serve us well beyond that. However, those days are in the past and our advertising has changed for the better. We have been more successful this year than any other and it is mostly due to the advertisements we place in The University Daily Kansan and the work of Laura Vest. I am recommending Laura Vest as sales representative of the year because of her continued hard work and dedication to our business. Laura has been my advertising representative for The University Daily Kansan for two years now. Together, Laura and I work to ensure that the advertisements we place are optimized for maximum exposure to our target audience. Prior to our working relationship, Abe & Jake’s Landing had fallen out of the good graces of the University of Kansas student body. This was due partly to the course of business being pursued and the natural volatility of the industry. However, I feel it was also due to lack of consistency in advertising and brand imaging. Laura spearheaded an effort to make every one of our advertisements consistent with the image that Abe & Jake’s has wanted to portray. By formulating a template for our advertisements to be modeled after, Laura developed a brand image for the business and one that is noticeable week after week for our customers. We have never received so many compliments or so much response to our advertisements than when we have had Laura as our advertising representative. Wanting to explore new avenues, Laura decided to fuse together The University Daily Kansan and Abe & Jake’s through cross-promotions. Acting as the connection between the two entities, Laura has helped assimilate The University Daily Kansan and Abe & Jake’s into a pseudo combined brand. This is to say that the students recognize that Abe & Jake’s is the place to be when we pair up with The University Daily Kansan for special section release parties and other themed events. I am proud to report that we have been able to continue to capitalize on the success of The University Daily Kansan’s “Sex on the Hill” release party and have forged this into an event held each semester. This party is so well known that it seems to have taken on a life of its own. The third and latest installment this fall was once again a great success and we continue to boast capacity crowds for this special event.
March and early April brought us the NCAA Tournament and a huge KU National Championship win! Once again capitalizing on our partnership, Laura and I decided to make Abe & Jakeâ€™s the official place to watch all of the KU tournament games. With a dedicated print campaign, Abe & Jakeâ€™s and The University Daily Kansan filled the house for all of our watch parties. Our success was apparent when we broke our two-day sales record by 8.5%, besting the previous record set during KUâ€™s last Final Four run. This simply would not have been possible without the success that we have had when utilizing this dual branding approach. In an effort to continue to capitalize on our business relationship, Laura decided that the fall semester was a good time to modify our advertising presence. Our original print campaign had run its course and it was time for a fresh design. Keeping consistent with our brand image, Laura was able to diversify our ad space to incorporate more information without causing the ad space to appear cluttered. Our new ads have a cleaner look and stand out against all others on the page. Once again, Laura strived to ensure that our advertising is money well spent. There are countless stories that I could continue to tell about the strides our business has made with Laura Vest and her uniquely effective advertising techniques. What sets Laura apart from other advertising representatives most is definitely the pride that she takes in her work. She is very organized and efficient, but plans her ideas out to the finest of details. She takes ownership of everything she does and adds a personal touch that stretches our advertising inches into miles. I am proud to say that I have Laura Vest as my liaison to The University Daily Kansan and I would boast to anyone that she is the best in town! We have the numbers that prove it. Sincerely, Ryan Lantz
Description of a Zone Manager As a zone manager for the spring and fall of 2008, I am in charge of leading and motivating a team of five salespeople to achieve their personal and revenue goals, while also managing my own list of 40 clients. I implement motivational strategies and incentives for the zone, in order to drive our numbers and meet our quota. In regards to my clients, I use my knowledge-base and expertise on effective advertising strategies to plan campaigns, not one-time ads, that produce results for my clients. Our advertising plans encompass a media mix complemented with frequency, and a strong, relevant and targeted message. In addition to teaching and managing my zone, I constantly increase my knowledge-base of advertising and sales through a professional sales class, sales books, sales and advertising podcasts, research on effective advertising and advertising in a recession. As a zone manager, it is my goal to parlay this knowledge to my zone members, so on a monthly basis I make sure to conduct ongoing training sessions with my zone, which have helped increase sales by catering our strategies to the personality quadrant of the client, a technique I learned through my sales strategy class and through research on the Internet. In the spring of 2008, my zone was the highest-revenue-generating zone on staff, achieving 119% to goal, at $152,625 for the semester. We were so close as a team that we won zone of the semester, Account Executive of the semester, Senior Account Executive of the semester, Creative of the semester and Salesperson of the semester. In addition to leading the zone, I broke records at The Kansan for most revenue in one month by a rep in March, and broke my own record in April, topping my sales at $23,045, or 185% to goal. I also led the staff for most revenue for special sections for “Sex on the Hill,” the 2008 National Championship magazine, Men’s basketball posters and “Insider’s Guide,” leading the staff in special section sales at $19,865. I also broke records for most revenue in Insider’s Guide, with 12 clients and $7,460 in sales. With $71,543 in sales, at 186% to goal for the spring 2008 semester, I broke another record for most revenue ever in one semester by a rep. This was my most successful semester in two years at The Kansan and academically, with nine new businesses and $19,479 in new business revenue, and a 4.0 Grade Point Average. In the fall of 2008, I followed up my first semester as zone manager with another highest-revenue-generating zone, at $140,633 as a zone, or 109% to goal. We were again extremely close, winning Account Executive and Senior Account Executive of the semester. This semester I learned the importance of body language and personality quadrants in effectively communicating to clients. I was able to teach this information to my zone, and we became the highest-selling zone on staff. To make sure I was producing results for clients, I began conducting focus groups, or surveys to 50 students asking them about their buying habits at a particular client’s business. The focus groups gave me valuable insight on students’ perceptions of a business, and why they do and don’t go there. This insight helped me develop more strategic advertising messages for my clients that produced results. As a result of my success, the entire staff began conducting focus groups for their clients, increasing new business sales.
Education The University of Kansas Bachelor of Science in Journalism, emphasis in strategic communication Minor in Women’s Studies Cumulative GPA: 3.42; Journalism GPA: 3.57 Anticipated graduation: May 2010 Experience
The University Daily Kansan Advertising Staff
Zone Manager, January 2008-present • Led highest revenue-generating team who generated $140,633 for semester, at 109% to goal, Fall 2008 • Managed a team of four account executives who generated $152,625 for the semester, at 119% to goal, Spring 2008 • Winner, CNBAM National Sales Representative of the Year, 2007 • Developed strategic advertising campaigns for more than 40 clients and generated $117,658 for the year, at 156% to goal • Broke Kansan records for most monthly revenue ever in March and April, topping at April sales of $23,045, 185% to goal • Generated $34,889 in new business and zero quota revenue • Successfully negotiated with national businesses such as Bud Light for event marketing for special section that finished at 190% to goal, and broke records for client’s results, driving 25 times more traffic • GPA for the spring 2008 semester: 4.0 Advertising Director, May 2008-August 2008 • Wrote interactive sales training for seven account executives, three managers and three creatives • Managed team of 13 who broke summer Kansan records for June, July and back-to-school revenue, breaking by $31,056, at 123% to goal, 167% to budget • Helped to increase readership by directing weekly campus promotions boosting awareness for summer Kansan, highest readership ever recorded Senior Account Executive, August 2007-December 2007 • Exceeded each individual monthly revenue goal and achieved 180% to goal for the semester • Generated $20,245 in new business and zero quota revenue from January to December 2007 • Aided event marketing for promotion of a special section that spiked section revenue by more than $8,000 • GPA for the semester: 3.5 Account Executive, January 2007-Summer 2007 • Surpassed summer sales goals by more than 60% through activation of nine new accounts • Topped each individual monthly revenue goal to achieve 157% for the semester • Managed 25 local and regional accounts and broke goal by more than $9,000 • Revitalized existing campaigns and created revenue streams through 17 new accounts Honors • • • • • • • •
Manager of Best Zone of the Semester, The University Daily Kansan, Spring 2008 Salesperson of the Semester, The University Daily Kansan, Spring 2008 Member of Best Advertising Staff and Best College Newspaper of the Year, CNBAM, March 2008 Winner, CNBAM National Sales Representative of the Year, more than 120 applicants, March 2008 Manager of the Month, The University Daily Kansan, January 2008 Chosen as one of 19 applicants for CNBAM representative, The University Daily Kansan, 2008, 2007 Senior Account Executive of the Month, The University Daily Kansan, December, August 2007 Kansan Pride Award of the Semester, The University Daily Kansan, Summer 2007 Account Executive of the Month, The University Daily Kansan, May, January, 2007
Examples of Effective Campaigns
Abe and Jake’s has been my client since January 2007, and we have completely turned his business around. The middle ad is an example of our new campaign, with the other two examples of the last year’s ads. Due to a new consistent image with The Kansan, Abe and Jake’s has become the most popular dance club in Lawrence for Back to School and theme parties, as well as grossing more than 1,000 students every Friday.
Alvin’s Wine & Spirit ran a campaign with me featuring consistency in the look of our ads, a media mix and frequency of every day in March, during KU basketball madness. His campaign also utilized a media mix, using Run of Press, Jayplay and the Men’s Basketball poster series. As a result, Alvin’s completely ran out of kegs and had to quit advertising for them!
Bryant Collision Repair was a new business I recruited in summer 2007. We ran a consistent campaign, paired with frequency and a media mix. Bryant Collision Repair ran three times per week in addition to the Men’s Basketball poster series. On a $500 per month investment, Bryant Collision Repair saw an average of five new customers per month, nearly $2,000 in sales.
Examples of Effective Campaigns
Don’s Auto is a local car repair shop in Lawrence. He has run with The Kansan for more than 20 years now. After cleaning up the image of his ads, and focusing on the local feel of his repair shop, as well as a message structured around saving students money, Don’s Auto has experienced more student business than ever before. As a result of my constant follow-up and just chatting with Mike about his family, Mike told me I was the best rep he’s ever had at The Kansan. Don’s was recently voted the only local repair shop in the top three for Best Repair Shop, a prestigious award voted on by KU students.
Duffy’s is a small bar inside of the Econolodge. I secured a meeting with this business by doing focus groups on what prevents students from going there. I found that there was almost no awareness of Duffy’s or what it had to offer students. We knew we had to entice students with a strong offer, and we ran a campaign around the inexpensive beer at Duffy’s. Our first promotion brought 35 new students into Duffy’s, and the bar owner set aside a budget for The Kansan after that.
Johnny’s Tavern is a local restaurant and bar in Lawrence. Rick, the owner, had never run more than two ads per semester until we worked together. I worked with him in a way that educated him on effective advertising, gave him control and saved him time, all needs previously unnoticed. Rick’s investment with The Kansan has reached all-time highs, an increase of nearly $8,000 per semester since we began working together. Johnny’s campaign encompasses a media mix with frequency, utilizing sports special sections, Run of Press and Jayplay. He has seen more student business than ever in Johnny’s 55-year history.
Examples of Effective Campaigns
Longhorn Steakhouse is a new business I recruited in fall 2008. I secured an appointment with Kurt by enticing him with my focus group results. I utilized my knowledge of body language and personality quadrants, as well as the focus group results to better communicate with Kurt. After conducting two focus groups of 50 students each, I found that 80% of the students in my focus groups wanted a good deal on a steak. As a result, we came up with the student and Kansan-only $10.29 steak, salad and side deal. Students latched onto this deal, drawing 5-25 students every Thursday. His campaign was consistent, incorporated frequency, a great message and a media mix. Kurt had never run with The Kansan before, and told me the extra effort and my follow up to ensure results are why he plans in continuing to invest in The Kansan in the future.
The Reserve is a student apartment complex in Lawrence. When I first met with Jackie, she told me The Reserve had a strict budget for April. After developing a strategic advertising plan including Run of Press, classifieds and The Apartment Guide, Jackie saw such good results that they approved an extra budget of nearly $5,000 for the rest of the semester. We ran a promotion to sign leases until midnight in our “midnight madness” campaign, a series of three full page, full color ads only present in The Kansan. As a results, students signed 35 leases in three days and secured The Reserve $108,000 in signed leases. The Reserve was recently voted best apartment complex in Lawrence, a huge award considering their biggest competitor outspent them in the tens of thousands. This fall, The Reserve was saving its ad budget for the spring. I did focus groups to determine students’ perceptions of The Reserve and to measure the effectiveness of our current campaign. I found that its ads were being confused with its biggest competitor and students perceived the apartments to be somewhat dirty. The ad on the right is the new ad we created to combat the misperceptions, and to distinguish its ads from its competition. The Reserve liked the new ad campaign so much they left a budget for December, and are redefining their budget for next year to include a larger investment with The Kansan.
Laura Vest - Salesperson of the Year - New Business Numbers, 2008 Month January Feburary March April May Spring 2008 Totals August September October November December Fall 2008 Totals Yearly 08 Totals
Run of Press Jayplay Special Sections Total 576.78 0 247.5 823.28 2887.34 800 1592.5 5279.84 1778.3 2305 865 4948.3 2309 1275 1930 5514 343 750 1820 2913 7894.42 5130 6455 19479.42 0 470 524 994 2831.33 344 240 3415.33 5259.33 440 1241.25 6940.58 1432.4 300 360 2092.4 82.6 260 1625 1967.6 9605.66 1814 3990.25 15409.91 17500.08
In 2008, I activated 21 new business and zero quota accounts and generated $34,889 in excess revenue, $14,644 more than my new business numbers in 2007. Laura Vest - Salesperson of the Year - New Business Numbers, 2007 Month December January February March April Spring 2007 Totals Aug-Back to School July August September October November + December Fall 2007 Totals Yearly 07 Totals
Run of Press 0 429 344 220 0 993 N/A 738 607 2707 1983 762 6797
Jayplay 0 500 260 462 250 1473 N/A 0 940 925 815 680 3360
Special Sections 0 0 175 0 1250 1425 3091 0 1553 990 282 282 6198
Total 0 929 779 682 1500 3891 3091 738 3100 4622 3080 1724 16355 $20,245
Laura Vest - Salesperson of the Year - Total Numbers, 2008 Month January Feburary March April May
Special Run of Press Jayplay Sections Total 4187.78 664.4 652.5 5504.68 6410.84 2710.25 2507.5 11628.59 13437.66 3498.4 1795 18731.06 12303.92 3331.9 7450 23045.82 2013.05 1992 7460 11465.05
Spring 2008 Totals August September October November December
38,353.25 3176.23 7817.53 9345 4206.45 1808.8
11563.45 1008.8 1991.95 2498.11 833.15 1341.49
19865 0 4156 2624.13 1808 3500
Fall 2008 Totals
186% to 71543 goal 4185.03 13965.48 14467.24 6847.6 6650.29 129% to 46115.64 goal
Yearly 08 Totals
156% to 117,658.64 goal
In 2008 I was able to break records for most montly revenue in March and April by a sales rep, as well as breaking records for most revenue in one semester by a sales rep for the spring 2008. I exceeded my sales from 2007 by more $62,247 in 2008 to achieve 156% to goal this than year. In 2008 I continued my streak of breaking goal every month since I began at The Kansan, breaking goal 21 months in a rownow. Laura Vest - Salesperson of the Year - Total Numbers, 2007
Month January February March April May Spring 2007 Totals Aug- Back to School August September October November December Fall 2007 Totals Yearly 07 Totals
Run of Press $1,230.00 $5,698.00 $10,134.00 $14,575.00 $16,963.00 $16,963 $16,963.00 $21,420.00 $27,333.00 $35,645.00 $37,386.00 $39,428.00 $22,465.00 $39,428.00
$$$750.00 $750.00 $4,950.00 $4,950 $11,861.00 $12,011.00 $14,981.00 $14,981.00 $15,419.00 $15,701.00 $10,751.00
$1,230.00 $5,698.00 $10,884.00 $15,325.00 $21,913.00 $21,913 $28,824.00 $33,431.00 $42,314.00 $50,626.00 $52,805.00 $55,129.00 $33,216.00
166% to goal
Hi Cindy, My name is Carly Gallagher and I will be the Account Representative for Pizza Hut. I am disappointed that we were unable to meet while you were in town. I have put together quotes for Pizza Hut based on what you and Sarah discussed on Tuesday. These are just suggestions however and we can adjust up or down depending on your budget. I look forward to working with you. Please let me know if you have any questions. Thank you, Carly Gallagher Account Representative 803-576-5979 email@example.com The Daily Gamecock The Daily Gamecock is distributed Monday through Friday, with special sections published throughout the fall and spring semesters. Our undergraduate, graduate, faculty and staff make up our readership base of 27,000. Our readers have an annual disposable income of $138 million and spend approximately $1,274,188 eating out in a typical week. You will see in the proposal that I have given two different options for contract rates. The first is for 800 column inches or 32 inches a week for 25 weeks (through the end of spring semester). With this size Pizza Hut could take advantage of a couple different options artwork wise such as running two 2 column (3.723 inch) by 8 inch advertisements twice a week or running two 4 column (7.611 inch) by 4 inch ads twice a week. The second is for 500 column inches or 20 inches a week for the remainder of the school year. With this size we could run a 6 column (9.556 inch) by 2 inch ad once a week and a 4 column by 2 inch ad another time during the week. These sizes are just examples. I do believe that an excellent strategy would be to use creative sizing and artwork to draw attention to your advertisement. I think using the 4 column by 4 inch ad to mimic the shape of the pizza hut logo with a coupon (or coupons) inside the logo and contact information underneath the logo is a great device to draw attention to the ad. Parents Weekend – September 26 – 28 (USC vs. UAB) Each fall over 3,300 parents visit Columbia and the USC campus for Parent’s Weekend to learn more about their student’s home away from home. This year, Parent’s Weekend will fall over the weekend of the University of Alabama-Birmingham football game (September 26th-28th). Parents will enjoy a Carolina tailgate and the game, tours and seminars on campus and also will take advantage of the attractions, restaurants and shopping Columbia has to offer. Be sure not to miss this opportunity to reach USC students and their parent’s for an unforgettable weekend! Basketball Preview – Fall 2008 With a new coach and the promise of new and returning star players Carolina Basketball should be full of excitement this year. The Basketball Preview is another great device that reaches students and Carolina fans and provides a great shelf life for those who want stats season long. Stressbusters – Exam week during the fall and spring
Our Stressbusters tab was a hugely successful special section last fall and spring. It contains a collection of sudoku and crossword puzzles and is distributed during final exams each semester. Stressbusters is hugely popular among students and offers an extended shelf life which makes it a great advertising value. Off Campus Housing Guide – March 18th The Off Campus Housing Guide is produced in conjunction with the office of Off Campus Student Services and gives practical advice for the more than 60% of students who live in off campus housing. Garnet and Black – Quarterly Publication The Garnet & Black is USC’s student produced magazine that has been chronicling life on campus since 1994. The longer shelf life of this full color, glossy quarterly publication keeps your business in the hands and in the minds of USC students, faculty and staff. This fall promises to be an exciting time on the USC campus and the G&B will once again be there to chronicle how these changes affect our campus life with stories such as a Carolina Football special, local restaurant features, weekend get-aways, seasonal fashions, the presidential election, holiday events, fall graduation items and making your dorm or apartment more like home. DailyGamecock.com The online version of The Daily Gamecock sees approximately 7,000 visitors a day. DailyGamecock.com links to your website allowing users to click through to visit your site 24/7. Discover Carolina USC’s essential guide to life on USC campus for freshmen and transfer students. This full color guide is distributed during the summer at orientation and has a great shelf life as most students keep their copy throughout their time at USC. Option 1 The Daily Gamecock – 800 inch contract – 32 inches a week for 25 weeks
Parent’s Weekend – full page with full color
Basketball Tab – back page with full color
Stressbusters (fall & spring) – back page with full color
Off Campus Housing – full page with spot color
Garnet and Black – full page (color is included)
DailyGamecock.com – Top Banner ($40 per 10,000 page views) – 180,000 views
Discover Carolina – full page
Option 2 The Daily Gamecock – 800 inch contract – 32 inches a week for 25 weeks
Parent’s Weekend – full page with spot color
Basketball Tab – full page with spot color
Stressbusters (fall & spring) – back page with full color
Off Campus Housing – full page with spot color
Garnet and Black – full page (color is included)
DailyGamecock.com – Top Banner ($40 per 10,000 page views) – 180,000 views
Discover Carolina – full page
Option 3 The Daily Gamecock – 500 inch contract – 20 inches a week for 25 weeks
Parent’s Weekend – full page with full color
Basketball Tab – back page with full color
Stressbusters (fall & spring) – back page with full color
Off Campus Housing – full page with spot color
Garnet and Black – full page (color is included)
DailyGamecock.com – Top Banner ($40 per 10,000 page views) – 180,000 views
Discover Carolina – full page
Office of Student Media Job Description Title: Account Representative Department: The Daily Gamecock Advertising Department Summary Description: Account Representatives are responsible for account management of an assigned territory. Each Account Rep is given a monthly revenue goal that is based on the territories previous history. Account Representatives sell advertising for The Daily Gamecock newspaper, dailygamecock.com, the Garnet and Black magazine and Discover Carolina. The Office of Student Media is funded primarily by the revenue generated by the Account Reps so the responsibilities that come with the position are not to be taken lightly. Compensation: Account Representatives are paid 9% commission on all ads sold. Bonuses are factored in with monthly goals. If an Account Rep makes goal they will receive $30. If we make our total monthly goal and the Account Rep makes their individual goal they will receive an additional $30. If both of the previous criteria are met, and we exceed our monthly goal by 15%, an additional $30 bonus will be awarded. Other bonuses may be announced throughout the year. Specific Duties and Responsibilities: o Solicits businesses and individuals to advertise in The Daily Gamecock, dailygamecock.com, Garnet and Black and Discover Carolina. o Keeps approximately 15‐18 office hours a week, including time in the territory. o Will make a minimum of three face‐to‐face calls a week. o Is aware of business activity in the assigned territory. o Represents the Office of Student Media in a professional manner. o Provide top‐notch customer service. o Keeps and organizes accurate client information. o Will handle any walk in clientele when necessary. o Completes all necessary paper work in an efficient and timely manner. o Attends all sales meetings. o Keeps clients informed on all special packages and promotions. o Adheres to all rules, regulations and financial policies of Student Media. o Meets monthly sales goals.
Carly Gallagher 1808 Greene St. Apt. 6 Columbia, SC 29201 Email: firstname.lastname@example.org
1010 SW 11th St. Boca Raton, FL 33486 Phone: (561) 699-6721
Education University of South Carolina, Columbia Major: Public Relations; Minor: Media Arts Anticipated Graduation: May 2010 Cumulative GPA: 3.5 Work Experience The Daily Gamecock - August 2006 - December 2007 - I worked as a page designer for the Daily Gamecock two nights a week. It is through this experience that I became proficient in Adobe InDesign, Photoshop and Illustrator as well as many different aspects of design. University of South Carolina Student Media Advertising Representative - October 2007- present - I work as an advertising representative. I am responsible for the Downtown and Vista territories selling advertisements for The Daily Gamecock, The Garnet and Black and other Student Media special publications. My duties include meeting with clients, ensuring the necessary paperwork and production for each advertisement is completed in a timely manner and securing new clients. Kaye Communications, Inc. - Intern - May 2008 - August 2008 - My internship at Kaye Communications, Inc. gave me experience in many different aspects of a full-service Public Relations agency. I was involved in many day to day activities including but not limited to: o researching editorial calendars for local and national publications o creation of pitch points and marketing materials o research and equating ad equivalency as per accepted PRSA standards o event planning of including press/news releases, media alerts, PSAs, requests for partnerships/donations o copy editing, proofing and writing press releases and marketing materials o research, editing and organization of Request for Proposal o participation in meetings with clients Accolades Southern University Newspaper Life Sales Presentation Award Winner - 2008â€Š
Carly Gallagher Goal
$2,000 $2,000 $2,000
$1,880.13 $2,019.00 $2,347.97
January February March April
$7,000 $11,000 $6,500 $12,000
$5,537.71 $9,626.60 $3,850.46 $13,788.18
August September October November December
$6,000 $10,000 $10,000 $9,000 $3,000
$6,638 $12,017 $10,475 $6,453 $3,927
2007 October November December 2008
Sold to date $13,775.21
Goal Spring 2009